Policies that specify whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out is referred to as:

Question

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These policies fall under the category of account management, which involves establishing and managing relationships with specific customers or accounts. Territorial management refers to the assignment of specific geographic areas to salespeople, while sales-response refers to the types of responses expected from salespeople based on customer inquiries or needs. Customer contact is a more general term that could encompass any type of interaction with customers.

Policies That Specify Whom Salespeople Should Contact, What Kinds of Selling